1370 Courses delivered Online

Duration 5 Days 30 CPD hours This course is intended for Ideal candidates are IT Professionals who deploy small-to-medium scale enterprise network solutions based on Aruba products and technologies. Overview After you successfully complete this course, expect to be able to: Explain Networking Fundamentals Describe and review the Aruba Switching portfolio with customers Install and configure devices running the ArubaOS-CX Network Operating System Describe and configure VLANs Explain, describe and configure Spanning Tree Protocol Understand when to use VRRP and how to configure it Explain and configure Link Aggregation Understand and configure IP Routing Explain IP Subnetting Understand and configure OSPFv2 - Single Area Describe and configure Switch Stacking using VSF Configuration of Aruba solutions using Secure Management and Maintenance methodologies Manage, monitor, administer and operate Aruba solutions using Aruba's NetEdit tool This course teaches you the fundamental skills necessary to configure and manage modern, open standards-based networking solutions using Aruba's OS-CX routing and switching technologies. This course consists of approximately 60% lecture and 40% hands-on lab exercises to help you learn how to implement and validate small to medium enterprise network solutions. This 5-day course prepares candidates for the Aruba Certified Switching Associate exam.In this course, participants learn about ArubaOS-CX switch technologies including multi-layer switches. You will also learn about broadcast domains and Virtual Local Area Networks (VLANs); secure management protocols such as AAA, SSH, HTTPS, and Dynamic Segmentation using Aruba's Role-Based Access Control (RBAC); availability technologies such as Multiple Spanning Tree Protocol (MSTP); link aggregation techniques including Link Aggregation Control Protocol (LACP) and switch virtualization with Aruba?s Virtual Switching Framework (VSF). Static and dynamic IP routing protocols such as Open Shortest Path First (OSPF) are also covered. Network Fundamentals What is a network? What is a Protocol? OSI Reference Model Encapsulation, frames, packets, segments Layer 2 to Layer 7 headers Media, cabling, Ethernet/wifi headers Binary/Hex/Decimal theory and conversion TCP/IP Stack (IP addressing & Transport Protocols TCP/UDP) Types of traffic: Unicast, Broadcast, Multicast TCP/IP Stack Overview Ethernet frames IPv4 Header TCP Header ? Three-way Handshake TCP Header ? Sequence Numbers TCP Header ? Port Numbers TCP Header UPD Header Basic Networking with Aruba Solutions Networking devices: Switches, Routers, Multilayer Switches, APs, Mobility Controllers, Firewalls, Servers (HTTP, DHCP, DNS, Telnet, FTP) 2-Tier vs 3-Tier hierarchy Switching Portfolio (AOS switches & AOS-CX switches) is this introducing both portfolio on a couple of slide and few slides on AOS-CX hardware architecture, software architecture and intro to NAE high level. Introduction to AOS-CX and feature set Port numbering Accessing Aruba OS-CX CLI Prompt modes/levels and navigation Context sensitive help Show logs, configuration, interfaces, transceivers, flash, version Hostname/interface name, enabling interfaces Link Layer Discovery Protocol ICMP and reachability testing tools: Ping and Traceroute PoE (standards one slide and what we support and one or two slide on configuration and verifications.) VLANs Broadcast/collision domains VLAN benefits VLAN creation DHCP server configuration in switches (optional) 802.1Q tagging Switchports vs. Routed ports MAC address table ARP table Packet Delivery part 1 Spanning Tree Protocol Redundant network L2 loops 802.1D Common Spanning Tree 802.1s 802.1w overview 802.1w load balancing 802.1w region configuration Link Aggregation Static Aggregation LACP Load Balancing IP Routing - Part 1 Default Gateway DHCP IP Helper Address IP Routing Service Inter-VLAN routing Packet Delivery Part 2 Need for layer 3 redundancy Introduction to VRF VRRP VRRP overview VRRP basic operation VRRP failover and preempt VRRP and MSTP coordination IP Routing - Part 2 Subnetting CIDR Static routes Administrative Distance Floating routes Scalability issues IP Routing - Part 3 IGP vs EGP Distance Vector vs Link State OSPF Router-ID and Hello Messages Passive interfaces States DR and BDR LSDB: LSA 1 and 2 Path selection and convergence Using cost to manipulate routes Stacking Control Plane, Management Plane, and Data Plane Introduction to Stacking technologies Stacking Benefits Centralized control and management plane Distributed Data Plane and Distributed Link Aggregation VSF VSF requirements VSF Link and member roles VSF member IDs and port numbers VSF Configuration VSF Provisioning use cases Tracing Layer 2 traffic: Unicast Tracing Layer 2 traffic: Broadcast, Multicast, and Unknown Unicast VSF Failover and OSFP Graceful-Restart VSF Link failure without MAD MAD VSX Introduction Secure Management and Maintenance OOBM port Management VRF Secure Management Protocols: AAA, SSH, HTTPS, RBAC Radius-based management auth (VSA) SNMP Web interface Configuration file management (Backup, restore, checkpoint and roll back) Operating System image management (backup and restore) Factory default/password recovery AOS-CX Management tools Intro to NetEdit NetEdit installation Basic monitoring with NetEdit AOS-CX Mobile App Additional course details: Nexus Humans Aruba OS-CX Switching Fundamentals, Rev. 20.21 training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Aruba OS-CX Switching Fundamentals, Rev. 20.21 course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 5 Days 30 CPD hours This course is intended for This course is intended for students new to computer programming or experienced programmers who are new to client-side web development. Overview After completing this course, you will be able to: Describe the technologies involved in web development. Create HTML pages with links and images. Explain the benefits of CSS. Style HTML pages with CSS. Explain the concepts of objects, methods, and properties. Work with JavaScript variables. Create their own custom functions in JavaScript. Write flow control logic in JavaScript. Write JavaScript code that listens for and handles events, such as mouse clicks and page loads. Create forms with HTML and validate them with JavaScript. Use regular expressions in JavaScript for advanced form validation. This course is intended for IT professionals interested in becoming client-side web developers. who need to get a jump start on all three technologies. The course includes more than 30 exercises, providing a rapid hands-on introduction to the three major client-side languages: HTML, CSS, and JavaScript. Students should be prepared to cover a lot of ground quickly.This material updates and replaces course Microsoft course 20480 which was previously published under the title Programming in HTML5 with JavaScript and CSS3. Module 1: A Quick Overview of Web Development HTML is Part of a Team Client-side Programming Server-side Programming Web Development Technologies Module 2: Introduction to HTML Exercise: A Simple HTML Document Getting Started with a Simple HTML Document HTML Elements, Attributes, and Comments The HTML Skeleton Viewing the Page Source Special Characters HTML Elements and Special Characters History of HTML The lang Attribute Module 3: Paragraphs, Headings, and Text Paragraphs Heading Levels Breaks and Horizontal Rules Exercise: Paragraphs, Headings, and Text The div Tag Creating an HTML Page Quoted Text Preformatted Text Inline Semantic Elements Exercise: Adding Inline Elements Module 4: HTML Links Links Introduction Text Links Absolute vs. Relative Paths Targeting New Tabs Email Links Exercise: Adding Links Lorem Ipsum The title Attribute Linking to a Specific Location on the Page Targeting a Specific Location on the Page Module 5: HTML Images Inserting Images Image Links Adding Images to the Document Exercise: Adding Images to the Page Providing Alternative Images Module 6: HTML Lists Unordered Lists Ordered Lists Definition Lists Exercise: Creating Lists Module 7: Crash Course in CSS Benefits of Cascading Style Sheets CSS Rules Selectors Combinators Precedence of Selectors How Browsers Style Pages CSS Resets CSS Normalizers External Stylesheets, Embedded Stylesheets, and Inline Styles Exercise: Creating an External Stylesheet Exercise: Creating an Embedded Stylesheet Exercise: Adding Inline Styles div and span Exercise: Styling div and span Media Types Units of Measurement Inheritance Module 8: CSS Fonts font-family @font-face font-size font-style font-variant font-weight line-height font shorthand Exercise: Styling Fonts Module 9: Color and Opacity About Color and Opacity Color and Opacity Values Color Opacity Exercise: Adding Color and Opacity to Text Module 10: CSS Text letter-spacing text-align text-decoration text-indent text-shadow text-transform white-space word-break word-spacing Exercise: Text Properties Module 11: JavaScript Basics JavaScript vs. EcmaScript The HTML DOM JavaScript Syntax Accessing Elements Where Is JavaScript Code Written? JavaScript Objects, Methods, and Properties Exercise: Alerts, Writing, and Changing Background Color Module 12: Variables, Arrays, and Operators JavaScript Variables A Loosely Typed Language Google Chrome DevTools Storing User-Entered Data Exercise: Using Variables Constants Arrays Exercise: Working with Arrays Associative Arrays Playing with Array Methods JavaScript Operators The Modulus Operator Playing with Operators The Default Operator Exercise: Working with Operators Module 13: JavaScript Functions Global Objects and Functions Exercise: Working with Global Functions User-defined Functions Exercise: Writing a JavaScript Function Returning Values from Functions Module 14: Built-In JavaScript Objects Strings Math Date Helper Functions Exercise: Returning the Day of the Week as a String Module 15: Conditionals and Loops Conditionals Short-circuiting Switch / Case Ternary Operator Truthy and Falsy Exercise: Conditional Processing Loops while and do?while Loops for Loops break and continue Exercise: Working with Loops Array: forEach() Module 16: Event Handlers and Listeners On-event Handlers Exercise: Using On-event Handlers The addEventListener() Method Anonymous Functions Capturing Key Events Exercise: Adding Event Listeners Benefits of Event Listeners Timers Typing Test Module 17: The HTML Document Object Model CSS Selectors The innerHTML Property Nodes, NodeLists, and HTMLCollections Accessing Element Nodes Exercise: Accessing Elements Dot Notation and Square Bracket Notation Accessing Elements Hierarchically Exercise: Working with Hierarchical Elements Accessing Attributes Creating New Nodes Focusing on a Field Shopping List Application Exercise: Logging Exercise: Adding EventListeners Exercise: Adding Items to the List Exercise: Dynamically Adding Remove Buttons to the List Items Exercise: Removing List Items Exercise: Preventing Duplicates and Zero-length Product Names Manipulating Tables Module 18: HTML Forms How HTML Forms Work The form Element Form Elements Buttons Exercise: Creating a Registration Form Checkboxes Radio Buttons Exercise: Adding Checkboxes and Radio Buttons Fieldsets Select Menus Textareas Exercise: Adding a Select Menu and a Textarea HTML Forms and CSS Module 19: JavaScript Form Validation Server-side Form Validation HTML Form Validation Accessing Form Data Form Validation with JavaScript Exercise: Checking the Validity of the Email and URL Fields Checking Validity on Input and Submit Events Adding Error Messages Validating Textareas Validating Checkboxes Validating Radio Buttons Validating Select Menus Exercise: Validating the Ice Cream Order Form Giving the User a Chance Module 20: Regular Expressions Getting Started Regular Expression Syntax Backreferences Form Validation with Regular Expressions Cleaning Up Form Entries Exercise: Cleaning Up Form Entries A Slightly More Complex Example

Duration 5 Days 30 CPD hours This course is intended for In order to be successful in this course you should have incoming hands-on experience with another programming language. This course is not for non-developers or new developers. Possible roles that may attend this course include: Software Developers: Professionals who have been working with other programming languages and want to expand their skillset by learning Java and its object-oriented features. Web Developers: Those who work on web applications and want to enhance their back-end development capabilities with Java. Mobile App Developers: Developers who wish to enter the world of Android app development, where Java is a widely used language for creating mobile applications. Overview This 'skills-centric' course is about 50% hands-on lab and 50% lecture, designed to train attendees in core OO coding and Java development skills, coupling the most current, effective techniques with the soundest industry practices. Our engaging instructors and mentors are highly experienced practitioners who bring years of current 'on-the-job' experience into every classroom. Working in a hands-on learning environment, guided by our expert team, attendees will learn to: Understand what OO programming is and what the advantages of OO are in today's world Work with objects, classes, and OO implementations Understand the basic concepts of OO such as encapsulation, inheritance, polymorphism, and abstraction Understand not only the fundamentals of the Java language, but also its importance, uses, strengths and weaknesses Understand the basics of the Java language and how?it relates to OO programming and the Object Model Learn to use Java exception handling Understand and use classes, inheritance and polymorphism Understand and use collections, generics, autoboxing, and enumerations Become familiar with the concept of functional programming using Lambda Expressions Process large amounts of data using the Stream API introduced in Java 8 Discover the new Date/Time API Use the JDBC API for database access Work with annotations Take advantage of the Java tooling that is available with the programming environment being used in the class Java 8 Features: Lambda Expressions, Method and Constructor references, The Streams API, Collectors, The Optional class Geared for experienced developers, Basic Java Programming for Developers New to OO, this hands-on, workshop-style course will provide you with an immersive learning experience that will expand your skillset and open doors to new opportunities within the ever-growing technology landscape. Mastering Java and its powerful capabilities will provide you with the competitive edge you need to stand out in today's fast-paced development world. Working in a hands-on learning environment led by our expert coach, you?ll thoroughly explore the foundations of the Java platform, essential programming concepts, and advanced topics, ensuring you acquire a strong understanding of the language and its ecosystem. The object-oriented programming principles taught in this course promote code reusability and maintainability, enabling you to streamline development processes and reduce long-term costs. As you progress through the course, you will also gain familiarity with using an IDE, enhancing your development workflow and collaboration with other Java developers, enabling you to integrate seamlessly into new projects and teams. You?ll also gain practical experience in applying the concepts and techniques learned, solidifying your newly acquired skills and facilitating their direct application in real-world scenarios. You?ll exit this course empowered to create robust, scalable, and efficient Java-based applications that drive innovation and growth for your organization The Java Platform The Java Platform Lifecycle of a Java Program Responsibilities of JVM Documentation and Code Reuse Using the JDK Explain the JDK?s file structure Use the command line compiler to compile a Java class Use the command line Java interpreter to run a Java application class The IntelliJ Paradigm Introduce the IntelliJ IDE The Basics of the IntelliJ interface IntelliJ Projects and Modules Creating and running Java applications Writing a Simple Class Write a Java class that does not explicitly extend another class Define instance variables for a Java class Create object instances Primitives vs Object References Implement a main method to create an instance of the defined class Adding Methods to the Class Write a class with accessor methods to read and write instance variables Write a constructor to initialize an instance with data Write a constructor that calls other constructors of the class to benefit from code reuse Use the this keyword to distinguish local variables from instance variables Object-Oriented Programming Real-World Objects Classes and Objects Object Behavior Methods and Messages Inheritance, Abstraction, and Polymorphism Encapsulation Inheritance Method Overriding Polymorphism Essential Java Programming Essential Java Programming Language Statements Arithmetic operators Operators to increment and decrement numbers Comparison operators Logical operators Return type of comparison and logical operators Use for loops Switch Expressions Switch Expressions and yield Using Strings and Text Blocks Create an instance of the String class Test if two strings are equal Get the length of a string Parse a string for its token components Perform a case-insensitive equality test Build up a string using StringBuffer Contrast String, StringBuffer,and StringBuilder Compact Strings Text Blocks Specializing in a Subclass Constructing a class that extends another class Implementing equals and toString Writing constructors that pass initialization data to parent constructor Using instanceof to verify type of an object reference Pattern matching for instanceof Overriding subclass methods Safely casting references to a more refined type Fields and Variables Discuss Block Scoping Rules Distinguish between instance variables and method variables within a method Explain the difference between the terms field and variable List the default values for instance variables Final and Static fields and methods Local Variable type inference Using Arrays Declaring an array reference Allocating an array Initializing the entries in an array Writing methods with a variable number of arguments Records Data Objects in Java Introduce records as carrier of immutable data Defining records Java Packages and Visibility Use the package keyword to define a class within a specific package Discuss levels of accessibility/visibility Using the import keyword to declare references to classes in a specific package Using the standard type naming conventions Visibility in the Java Modular System Correctly executing a Java application class The Java modular system Defining Modules Inheritance and Polymorphism Write a subclass with a method that overrides a method in the superclass Group objects by their common supertype Utilize polymorphism Cast a supertype reference to a valid subtype reference Use the final keyword on methods and classes to prevent overriding Interfaces and Abstract Classes Define supertype contracts using abstract classes Implement concrete classes based on abstract classes Define supertype contracts using interfaces Implement concrete classes based on interfaces Explain advantage of interfaces over abstract classes Explain advantage of abstract classes over interfaces Static, default and private methods in interfaces Sealed classes Introduce Sealed classes The sealed and permits modifiers Sealed Interfaces Exception Handling Introduction to Exception Handling Introduce the Exception architecture Defining a try/catch blocks Checked vs Unchecked exceptions Exceptions Defining your own application exceptions Automatic closure of resources Suppressed exceptions Handling multiple exceptions in one catch Helpful Nullpointers Enhanced try-with-resources Java Developer's Toolbox Developing applications Introduce the wrapper classes Explain Autoboxing and Unboxing Converting String representations of primitive numbers into their primitive types Defining Enumerations Using static imports Deprecating methods Advanced Java Programming Introduction to Generics Generics and Subtyping Bounded Wildcards Generic Methods Legacy Calls To Generics When Generics Should Be Used Lambda Expressions and Functional Interface Understanding the concept of functional programming Writing lambda expressions Understanding functional interfaces Collections Provide an overview of the Collection API Review the different collection implementations (Set, List and Queue) Explore how generics are used with collections Examine iterators for working with collections Using Collections Collection Sorting Comparators Using the Right Collection Lambda expressions in Collections Bonus Topics: Time Permitting Streams Understanding the problem with collections in Java Thinking of program solutions in a declarative way Use the Stream API to process collections of data Understand the difference between intermediate and terminal stream operations Filtering elements from a Stream Finding element(s) within a Stream Collecting the elements from a Stream into a List takeWhile and dropWhile intermediate operations Collectors Using different ways to collect the items from a Stream Grouping elements within a stream Gathering statistics about numeric property of elements in a stream

Duration 3 Days 18 CPD hours This course is intended for Project team members and Key-Users responsible for the maintenance of Execution Steps for process orders and production orders to generate interactive PI Sheets and work instructions for operators and workers in the production plant and to realize the data exchange with the automation and process control world. In this course, students will attain the ability to maintain Execution Steps for process orders and production orders to generate interactive PI sheets and work instructions. Course Outline Process management / process integration Control recipes / control instructions XSteps Process messages Customizing

Coming soon! An oral health educator has an important and valuable role within a dental practice to promote good oral health care and work with patients to help prevent oral disease. The Certificate in Oral Health Education is specifically designed to equip a Dental Nurse wishing to develop professionally to become an oral health educator, with the knowledge and skills required to be able to effectively deliver oral health care messages, educate various patient groups and have the ability to adapt information and communication to the specific needs of the patient.

This workshop is very practical in its nature and aims to give delegates an opportunity to not only learn about the key aspects of successful bid writing, but to also put them into practice. The workshop helps delegates understand what is most important to buyers and how to successfully convey they proposition to them. 1 Welcome and introductions 2 The mindset of successful bid writing The mindset needed for successful bid writing Thinking from the buyer's perspective and not your own 3 Decision making The way buyers make decisions - rational and emotional Understanding buying motives Looking at how to present ideas against those motives The idea of cognitive fluency How to pitch an idea in a way that leads to a positive decision 4 To bid or not to bid? Writing a bid is a big commitment; a clear understanding of the chances of winning is required Understanding of the implications of winning and the impact it will have on the organisation 5 Understanding your value proposition Framework to help identify unique proposition and how that fits in with the requirements of the bid 6 The tender process Understanding the process to enable a successful chance of winning the bid Different types of tender processes Evaluation of criteria and the impact on bid writing 7 Writing skills Different ways of writing and structuring bids to ensure their messages gets across well in a way that will be looked on favourably by the buyer 8 Summarise 9 Close

As technology continues to develop and increasingly interact with our daily lives, so must our sales techniques to ensure we're leveraging advances in how people do business to our advantage. It is essential for all salespeople to understand how to navigate the various tools at our disposal and grow their skills and confidence to put them into action in order to build a solid business pipeline. We have developed this programme to be practical, fun and interactive, whilst ensuring that participants will learn how to utilise new technology to their advantage, self-generate new business leads and opportunities, gain additional business and referrals from existing contacts, and save time and effort using proven business development skills. This course will help participants: Understand the 'organized persistence' model of sales prospecting Develop skills in using video, online and social media to generate interest Understand how to write effective sales and outreach emails and using online tools Develop techniques for effectively managing telephone appointments Learn ways to use LinkedIn for connecting with customers and prospects Develop networking skills and learn how to source and develop referrals and professional introductions 1 Key principles of smart sales prospecting Set your sales prospecting goals and objectives Elevator pitch, core messages and your value proposition Targeting and segmenting your market 'Organised persistence' using your CRM effectively 2 Setting appointments by telephone - planning and preparation Why calling still works and the best times to call Creating a call prompt sheet: Opening a call and taking control Giving a reason to meet Key questions to ask Overcoming the cold calling blues 3 Setting appointments by telephone - advanced skills Giving a reason to meet and 'selling the appointment' Key questions to ask that will create interest and motivation to meet Voice tone, power words, phrasing, pausing, responding Getting past gatekeepers and getting through 4 Using LinkedIn for research and follow-up Why LinkedIn matters and how to use it Finding new contacts, connecting and Inmailing Short-cuts and advanced skills 5 Email strategies that work Using AIDA and other templates for sales emails Using personalized video emails to create interest Vertical targeting emails, with examples Building awareness with an email chain

We've all sat through far more bad presentations than good ones, but knowing what 'good' looks like is easier than successfully replicating it. Sales presentations are a performance and, as salespeople, fluffing our lines can cost us a lot more than hurt pride. Having discovered and understood the specific needs and burning issues our prospect has, then this course will help any salesperson avoid dropping the ball and instead wowing their prospects with a high-impact, tailored and compelling case for purchase. This course will help participants: Prepare mentally and physically for stand-up presentations Use voice modulation and bullet-pointing to demand attention Avoid boring their prospects Master the do's and don'ts of PowerPoint Deal more effectively with technical hitches and prospect's interruptions Use eye contact and engagement to avoid prospects 'tuning out' Deploy best practice essentials for presenting with colleagues Steer through the toughest Q&A 1 Preparing your presentation Mindset Knowing your objective(s) Vocal warm-up techniques Assembling pre-agreed benefits Time management Room set-up Technical preparation 2 How to open your presentation Vocal energy Summary and agreement of prospect's needs How to have posture and confidence Use of humour What to do with those dreaded hands Confident v non-confident body language 3 How to get and keep people's attention Bullet pointing Linking benefits to specific, stated needs Practical exercise - formulating and delivering tailored benefits Being selective with features Third party reinforcement and case studies 'Watering the garden' eye contact technique Practical exercise - participants practise 'sharing out' eye contact to audience How to handle a prospect's negative body language Handling interruptions 4 Presenting in groups Credentialing all participants Role delineation for group presentations Edifying other participants' messages - do's and don'ts How to maintain energy when not speaking Practical exercise - good and bad practice when not speaking Teamwork in Q&A sessions How to hand over professionally 5 PowerPoint do's and don'ts Use of visual aids Good and bad PowerPoint slides How to make PowerPoint work for you Classic PowerPoint errors Avoiding and handling technical problems Good and bad flipchart practice 6 Closing and / or achieving next action steps Power of summary Good Q&A practice Handling objections Practical exercise - handling objections on one's feet Creating consensus among prospect panel What to do when prospects disagree with each other When to trial close How to close on next action steps 7 Wrap-up Key learning points from each participant Action steps to be implemented on next presentations

If you're looking to move to the next level in your career in sales, then understanding how to maximise your sales results, using a consultative and structured approach, will be key to your success. In order to develop the competitive advantage that enables you to stand out from the crowd, it is important to understand the tools and techniques to take your selling to new heights and build the confidence to apply them in work-based scenarios. We have developed this programme to be practical, fun and interactive. Learners will gain a range of practical skills that they can take back and apply to the workplace straight away, that will have a positive impact on sales and customer satisfaction. This course will help participants: Develop a structured and client-focused approach to creating high quality sales opportunities and account growth Learn persuasion and influencing skills to better define needs and develop opportunities Understand how to have better sales conversations, presentations, and proposals - leading to higher order value and increased sales Develop advanced sales questioning skills and techniques; understand the importance of listening Understand how to add value at all stages; plus gaining competitive advantage Develop proven ways to overcome and reduce price pressure Know when to use options and upselling when presenting products and solutions Develop techniques and skills for improved negotiation and closing 1 Advanced Selling - How to Increase your sales results Review of pre-course data and questionnaire The AVC model of increasing your sales results Creating a sales growth plan to achieve higher sales targets Mapping the accounts and products for targeted growth 2 The Four Cs to structure a sales call Research before the meeting or call; setting objectives, planning and preparation How to gain instant rapport and taking control - including online meetings Qualifying and initial questioning skills Creating an agenda and first-meeting structure: Four Cs Planning and practice sessions 3 Building bigger and better sales opportunities How to use questions to 'build' more opportunities Learning and using high-impact and third-level questions Advanced sales questioning techniques: five questioning techniques Qualifying and gaining commitment to the next stage Planning and practice sessions - advanced questioning skills 4 Presentation and persuading skills best practice Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition by using options Professional and effective presentation skills Writing compelling sales proposals that improve your conversion rate Planning and practice session - presenting your solution 5 Overcoming concerns and client questions Proven techniques for answering client objections and concerns How to isolate, prioritise and answer objections, including price Overcoming delay and procrastination Planning and practice session - answering client concerns 6 Gaining commitment and closing the sale Knowing when to close for commitment How to ask for commitment professionally and effectively Key negotiation skills around the closing process - getting to 'yes' Checklist of closing and negotiation skills Practice session

This very practical workshop has a simple objective: to help you prepare, design and deliver memorable and high-quality presentations. This programme will help you: Use a proven, structured tool-kit when designing and developing presentations Benefit from short cuts and best practice when designing and using Powerpoint presentations Select the right information, examples, exercises and activities - and use them well Prepare and structure a presentation or session appropriate to the audience, and to best achieve your objectives Maintain audience or group interest Develop and practise presentation skills to improve your voice tone, speech power and body language Use practical methods to control nerves and anxiety - develop higher levels of confidence and credibility Command a room, hold attention and create a high impact 1 Introduction Personal objectives Key messages and learning objectives of the workshop 2 Presentation skills What does good look like? Exercise: Characteristics of high/low impact presentations Presenting yourself as a 'winner' The energy / attitude model Exercise: Being a winner 3 Preparation skills - eight steps to preparing a great presentation, plus Powerpoint tips •The magic circle• How to 'assume the role' when presenting• The eight steps• Step 1 - develop your objectives- The five questions that you must answer before preparing your presentation- Defining your objectives and outcomes- Creating a first draft- Step 1 exercise• Step 2 - analyse your audience- Doing your homework: audience, event, venue- Developing a pre-event check-list- Methods and means for researching your audience- Step 2 exercise• Steps 3 and 4 - structure the main body of your presentation and state the main ideas- Ways to structure your presentation for maximum impact- Balancing and managing content and topics- Organising your information: 6 options and methods- Your 'one main point' and creating a 30-second summary- Steps 3 and 4 exercises• Step 5 - decide on supporting information, using the toolkit- Making your case convincing: ways to support your claims- Selecting and using relevant and interesting examples- Quotes, case studies and printed material- Presenting statistics, tables and graphs- Ways of maintaining visual interest- Transitions and links, creating a 'golden thread'- Step 5 exercise: Creating compelling stories and anecdotes4• Step 6 - create an effective 'opening'- Claiming the stage and creating a good first impression- The three most powerful ways of opening a presentation- The five elements of a strong opening- Step 6 exercise: Participants work individually to prepare an opening, focusing onpersonal introduction, and then deliver to the group, with structured feedback• Step 7 - develop transitions- Step 7 exercise / examples• Step 8 - create an effective close- Signalling and sign-posting; the importance of, and how to do it effectively- Five ways to close a presentation successfully- Step 8 exercise / examples• Presentation design and Powerpoint- An interactive review of participants' own real-life past presentations and advanced tipsand techniques on using Powerpoint effectively 4 Facilitation skills The three main types of group activity - triads, teams and main group How to select the right activity, define the objectives, set it up and run the debrief Using energisers - with examples Exercise: Dealing with 'difficult' behaviours Exercise: Working in triads, design and deliver 5 Tips and tricks: presentation and facilitation 10 reasons why facilitation fails Five golden rules for success Defining the session goals and the facilitation plan Open and closed questions - why and when to use Using a 'car park' to manage unresolved issues Using AV aids - tips and tricks Exercises: Including participants working in pairs to prepare a short section form of one of their own presentations 6 Putting it all together Summary of key learning points Action plan